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This Month's Featured Programs:

Strategies for Leadership

-Getting the right people in the right positions
-Setting standards
-Focusing on follow up
-Helping managers hold their teams accountable
-Action plans

Lynn designs programs specific to her client’s needs. She has developed 300 modules over her last 15 years as a training consultant. Modules can be combined or added to any program to create the ideal session for your company.

Feature Article

This is the second of 6 articles on Sales Leadership. Hope you enjoy them.

Key Questions for Good Sales Managers to Ask Themselves

To be on top of your game in sales management you need to continually reflect on how you interact with your people and how you can personally improve yourself. Here are some great questions to ask yourself to evaluate how you are doing.

• What programs do I have in place to recognize my people?
• How do I make my people feel useful, important and worthwhile?
• Do I have a written motivational program for each individual?
• How do I motivate my top performers?
• Do I motivate my “need to improve” performers?
• How do I communicate personal motivation to the sales force?

There are some common mistakes made by sales managers. Take care that you do not fall into any of these habits.

• Having one motivation program for everyone.
• Using negative motivation more than positive.
• Not planning motivation, just thinking it will happen.
• Blaming other functions for sales related problems (lack of ownership).
• Lack of personal motivation or inability to communicate.
• Inconsistency.
• Not being a leader yourself.
• Not modeling the desired behaviors or lacking personal discipline.
• Doing the sales person’s job! Jumping in and taking over. (This is a common error).
• Failing to ask sales people for their input or ideas.
• Not delegating; not developing; micro managing… ouch!

To motivate sales people you must satisfy many interrelated needs- not just one. The best leaders are motivators and approach each person reporting to them with individuality, care and concern. They give their sales people a feeling of belonging and being valued. They stretch them, they applaud them and they appreciate them.

Here’s wishing you success.

Lynn Giuliani

get your our own custom program

Contact Lynn at 360-319-6776 to schedule your custom designed program.

In This Issue

Quote for Today

"Coming together is a beginning.
Keeping together is progress.
Working together is success."

- Henry Ford

Action for Today

Ask each of your reports what motivates them and design an individual program for each person.

Actively look for ways to celebrate their success. You get what you reward!

Featured Book

"The Big Book of Team-Motivating Games: Spirit-Building, Problem-Solving and Communication Games for Every Group"

by Mary Scannell

From the Publisher

Teamwork can be fun!
Games that improve team cooperation, communication, and spirit

Did you know that games can:

* Raise sagging morale

* Liven up boring staff meetings

* Increase interaction among staff members

* Promote a culture of harmony and cooperation

* Create an atmosphere of fun for your team

Keeping your team motivated and challenged, especially during tough economic times, can be difficult. But this collection of high-energy, play-anywhere games, from bestselling authors and trainers Ed and Mary Scannell, provides you with all the fun, inspiring material you need to build team spirit, communication, and trust among coworkers-day in and day out.